Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.
For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.
What you will do
Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer’s business and financial challenges. Builds and manages long term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. Positions design-build, renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within that account. Select account team on key and target customers. Focused primarily on K12 vertical market in South Carolina and North Carolina as well as other government markets as assigned. Collaborate, mentor and team-sell with other sales team members in markets.
How you will do it
- Sells, with minimal supervision, JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level while achieving optimal profit levels. Focuses on selling performance contracting, along with some design-build and Energy-as-a-Service (EaaS) offerings, while maximizing share of customer business. Demonstrates value at the executive level by providing solutions to business and financial challenges and working through gateways to achieve joint planning status. Also sells, renews, and expands renewable service agreements, including multi-year agreements, for both new and existing customers.
- Builds strong partnering relationships with economic buyers, owners, and decision-makers to drive solution-based sales of JCI offerings. Manages the ongoing sales process, develops relationships, and proactively responds to and anticipates customer needs. Actively listens, asks probing questions, and identifies concerns while understanding the customer’s business and communicating in their language. Demonstrates financial and business acumen to build credibility, loyalty, trust, and commitment.
- Seeks out and initiates contact with prospective customers, developing a network of contacts. Understands and leverages sales process checkpoints and demonstrates progress through small trial closes and commitments. Qualifies and assesses potential customers and refers leads to other business segments where appropriate.
- Addresses customer financial, business, operational, and environmental objectives, needs, and requirements. Recommends solutions aligned with their challenges and differentiates JCI services and products from competitors based on business benefits and knowledge of competitor strategies.
- Maximizes the effective use of assigned Project Development Engineering resources, ensuring both the customer and JCI receive maximum value. Engages appropriate sales support resources as needed, including construction management, energy and operational engineering, technical support, and financial and legal resources.
- Effectively writes, presents, and communicates proposals, securing major opportunities through financial agreements. Negotiates value, addresses resistance, and successfully closes sales.
- Uses applicable sales tools (Salesforce, Account Management, Account Plans, and Altify) to plan and document progress, increase business opportunities, and manage the sales pipeline. Leverages monthly sales process checkpoints to gain progressive customer commitments and ensure milestones are met throughout the buying process.
- Leads the sales development team by building and fostering strong team relationships to ensure customer satisfaction. Communicates effectively with internal teams and collaborates with Systems and Service sales organizations to exceed customer expectations. Owns and facilitates the customer relationship, particularly when selling Performance Contracting initiatives.
- Acts as the customer’s advocate within the JCI organization to ensure they receive maximum value from offerings. Sets appropriate expectations, participates in final project inspections, and ensures customers are trained and properly oriented to system operations or service value delivered.
- Assists in developing and implementing sales and marketing strategies and action plans, targeting new customers based on vertical market strategies. Keeps management informed of progress and account status and knows when to involve leadership to maintain sales momentum.
- Attends and presents at trade shows, participates in professional organizations, and leverages creative ideas for marketing, lead generation, and customized project solutions.
What we look for
- Bachelor’s degree in business, engineering, or related discipline required. MBA preferred.
- A minimum of 10 years of progressive field and consultative sales experience at the C-level.
- Excellent initiative and interpersonal communication skills; comfortable speaking in public.
- Demonstrated ability to influence the market at key levels.
- Ability to travel up to 50%.
Salary Range: HIRING SALARY RANGE: $100,100 - $150,400 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us
Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.
Skills Required
- Bachelor's degree in business, engineering, or related discipline
- MBA
- Minimum 10 years progressive field and consultative sales experience at the C-level
- Experience selling performance contracting, design-build, Energy-as-a-Service or similar complex solution sales
- Excellent initiative and interpersonal communication skills; comfortable speaking in public
- Demonstrated ability to influence the market at key levels
- Ability to travel up to 50%
- Experience using sales tools such as Salesforce and Altify to manage pipeline and account plans
- Proven negotiation, proposal writing, and ability to secure financial agreements
Johnson Controls Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Johnson Controls and has not been reviewed or approved by Johnson Controls.
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Retirement Support — Retirement support is positioned as a meaningful part of the package through employer 401(k) matching, repeatedly framed as a strong pillar of the overall rewards mix. The matching contribution is described with specific match levels in multiple places, reinforcing perceived value for long-term saving.
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Leave & Time Off Breadth — Time off is presented as comparatively robust, with multiple paid holiday categories, vacation time, and sick time described as generous or “amazing” in places. Paid time off breadth appears to be a consistent contributor to total rewards attractiveness beyond base pay.
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Flexible Benefits — Benefits are described as broad and customizable, spanning standard medical/dental/vision plus optional add-ons like pet insurance, identity protection, and legal support. Tuition reimbursement is repeatedly highlighted as a high-value option supporting professional development.
Johnson Controls Insights
What We Do
At Johnson Controls, we transform the environments where people live, work, learn and play. From optimizing building performance to improving safety and enhancing comfort, we drive the outcomes that matter most. Dedicated to protecting the environment, we deliver our promise in industries such as healthcare, education, data centers and manufacturing. With a global team of 100,000 experts in more than 150 countries and over 130 years of innovation, we are the power behind our customers’ mission. Our leading portfolio of building technology and solutions includes some of the most trusted names in the industry, such as Tyco®, York®, Metasys®, Ruskin®, Titus®, Frick®, Penn®, Sabroe®, Simplex®, Ansul® and Grinnell®.
